Product Sales Specialist – CLM & Document AI

About the Role

As a Product Sales Specialist – CLM & Document AI, you are a key driver of Workday’s growth in Contract Intelligence and Contract Lifecycle Management. You will be responsible for leading the CLM & Document AI motion with and through our field sales teams, helping Workday customers modernize and automate their end‑to‑end contracting workflows.

You are not just selling software; you are selling a new way for enterprises to discover, manage, and act on contract data across legal, procurement, finance, and supplier ecosystems. You will help customers move away from fragmented point solutions and manual contracting processes toward an intelligent, unified contract platform that integrates natively with Workday and the broader enterprise stack.

You will:

• Guide internal and external stakeholders on where CLM & Document AI fit in the enterprise architecture and how they create value across Legal, Procurement, Finance/CFO, and IT.

• Act as the CLM specialist “front‑line” for Workday AEs, owning CLM & Document AI strategy in key pursuits while co‑selling into complex platform and transformation deals.

• Lead strategic pursuits from early discovery through proof‑of‑value and commercial close, ensuring opportunities are qualified, forecasted accurately, and executed with excellence.

Key Responsibilities Include

Contract Intelligence Strategy & Orchestration

• Drive the CLM & Document AI narrative: Articulate how integrated CLM unlocks visibility into risk, obligations, and savings.

• Value mapping: Diagnose contracting landscapes and map differentiated value for Legal, Procurement, Finance, and IT.

• Use-case design: Prioritize high-impact cases like clause analytics and supplier consolidation to deliver quantifiable outcomes.

• Platform positioning: Advocate for a unified, AI-driven contract foundation rather than disconnected point solutions.

• Competitive edge: Highlight Workday’s unified approach to reduce integration risk versus standalone vendors.
  

Sales Execution, Internal Co‑Selling & Collaboration

• Co‑selling partnership with AEs: Work in lock‑step with Core and Enterprise Account Executives to position CLM & Document AI inside broader HCM, FINS, and cross‑portfolio opportunities, aligning on account strategy, territory coverage, and pursuit plans.

• Sales to internal sellers: Serve as the CLM & Document AI “go‑to” specialist for Workday’s field teams, enabling them on messaging, discovery, qualification, and deal strategy, while directly engaging in top strategic pursuits as deal advisor and co‑seller.

• Complex deal management: Lead sophisticated deal cycles that involve multiple stakeholders (General Counsel, Heads of Legal Operations, CPO/Head of Procurement, CFO/Finance leadership, CIO/CTO, and IT security). Navigate legal, data privacy, and AI‑governance questions with authority.

• Proof-of-Value: Orchestrate POV engagements to demonstrate measurable impact on productivity and risk.

• Pipeline Hygiene: Maintain a healthy pipeline and provide accurate forecasts in a high-growth environment.
  

CoE Enablement, Best Practices & Market Feedback

• Enable and coach internal teams: Train and coach Workday AEs, solution consultants, and other partners on CLM & Document AI positioning, discovery, and competitive differentiation, acting as first point of contact for CLM‑related questions.

• Codify and share best practices: Identify and disseminate best practices for CLM & Document AI sales cycles, partner engagement, and deployment patterns across segments and geographies.

• Customer evidence & reference building: Partner with Customer Success and Marketing to build case studies, references, and repeatable success stories that demonstrate the impact of CLM & Document AI across industries.

• Feedback loop to product: Capture and synthsize field feedback (use case gaps, competitive insights, implementation lessons) and channel it back into product, strategy, and enablement teams to continuously improve our offerings.

About You

Basic Qualifications

• 5+ years SaaS enterprise sales experience selling to C-level executives.

• 3+ years of successful selling experience in CLM, Contract Analytics, Intelligent Document AI, or closely related legal‑tech / procurement‑tech domains, with a track record of landing and expanding in Enterprise accounts.

• Proven success managing complex, long deal cycles from discovery to close.

• Ability to tell a "better together" platform story across multiple products.

• Track record of consistent over-quota performance.
  

Other Qualifications

• Technical & competitive fluency: Able to articulate how Workday’s unified data and AI approach compares to standalone CLM and contract analytics tools and how integrations are simplified versus traditional connector‑heavy architectures.

• Consultative, CoE‑style mindset: Experienced acting as a specialist advisor—coaching internal resources, guiding customers through maturity journeys, and helping define deployment and adoption strategies.

• Resilience & adaptability: Thrive in a fast‑paced, evolving environment where playbooks, product, and market dynamics are rapidly maturing; comfortable informing demand generation, enablement, and go‑to‑market strategies as we scale.

• Tools & operating rhythm: Proficient with leading sales tools (e.g., Salesforce/Clari, LinkedIn Sales Navigator, Outreach‑style engagement tools) and disciplined about pipeline hygiene and forecasting.

• Collaboration: Strong track record of partnering with Account Executives, solution consultants, marketing, partner teams, and product to execute account and territory strategies.

Workday Pay Transparency Statement (For EU Locations Only)

Listed below is the base salary range applicable to this position. Workday pay ranges (and the precise pay offered to the successful candidate) are based on a number of objective criteria such as relevant experience and skills, and educational qualifications, level of responsibility, demands of the role, work location and business need. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants awarded by Workday Inc. For more information regarding Workday’s comprehensive benefits, please .

Additional Location Base Pay Range: €72,200 EUR - €108,300 EUR GermanyAdditional Location Base Pay Range: €72,200 EUR - €108,300 EUR Germany